Workiva (WK) Citi’s 2026 Global TMT Conference summary

Business overview and growth strategy

• Cloud software provider with solutions for financial reporting, regulatory compliance, GRC, and sustainability, serving 6,700+ customers globally.

• Achieved record net new customer additions in the last quarter, with significant cross-sell opportunities as 55% of customers use only one solution.

• Large contract cohorts (>$300K, >$500K) are growing over 30% annually, with increasing deal sizes and platform adoption.

• Regulatory-driven and discretionary use cases drive demand, spanning SEC, ESEF, private company, and multi-entity reporting.

• Sustainability remains a growth driver, with European regulations pushing reporting requirements to 2027–2028.

Regulatory landscape and market dynamics

• Regulatory mandates, such as SEC and Sarbanes-Oxley, underpin core use cases, while voluntary initiatives like Science Based Targets also contribute.

• Recent SEC proposal for optional semi-annual reporting received overwhelming negative feedback; most companies plan to maintain quarterly reporting.

• Minimal impact expected from potential reporting frequency changes, as customers still require frequent financial closes for various stakeholders.

• Healthy IPO markets expand opportunities to sell to private companies and new SEC filers, especially as larger, complex organizations go public.

AI disruption and product innovation

• AI is seen as both a disruption and an opportunity, prompting companies to reevaluate software stacks and creating new sales conversations.

• Customers use both in-house tools and the platform, with AI features integrated for automation and productivity.

• Over a third of customers leverage AI capabilities, including agents for tie-outs, benchmarking, and sustainability, often as part of premium offerings.

• AI is now a core component in every new software sale, with pricing based on solution metrics and tiered offerings (essential, standard, advanced).

• Ongoing R&D and innovation, enabled by AI, support expansion into new solution areas and TAM growth.